Field Force Operations & Training Lead, SSA at Novartis

Job Description

JOB PURPOSE

• The Field Force Operations & Training Lead SSA will drive tailored, continuous on-demand field force medical training for new and continuing field force associates & support the Cluster Field Force Excellence & Capabilities Leads in driving field force operations across SSA including supporting execution excellence for Field Medical teams, KAMs & CEES (from a CRM perspective) in line with SSA strategic priorities.

Major Accountabilities

Field Force Training (60%)

• Support the development and implementation of SSA Field Force sales training strategy to ensure all field force are empowered to seize market opportunities today and, in the future (especially at the time of onboarding for all field force associates on all the focus TAs across SSA).
• Collaboratively design and operationalize a tailored medical training plan for new and continuing field force associates across SSA to enhance their field execution excellence capabilities.
• Review medical training content to ensure it meets SSA field force needs.
• Conduct continuous skill gap analysis across all field force in SSA to inform tailored interventions to bridge the gap.
• Support Cluster Field Force Excellence & Capability Leads to design and implement individual career development plan of the field force associates in consultation the cluster Field Excellence and Capabilities Lead and other stakeholders such as People & Organization, First Line Sales Managers, Brand Managers etc.
• To diagnose needs.
• Identify development actions and appropriate stakeholders to support.
• Follow up and evaluation of the degree of success of the development plans.
• Participate in the continuous evaluation of the field force associates performance- impact of interventions on change of behavior.
• Coordinate the regular execution of quantitative and qualitative assessments of all training activities of the field force across SSA: number of trainings done over the number trainings planned & training participant feedback, knowledge check to see level of understanding of concepts etc.

Special Field Force Projects (10%)

• Support Field Force Excellence Head in implementing Field Excellence projects aimed at achieving standardization in execution across SSA including but not limited to:
• Providing technical support to ensure smooth implementation of Voice of the Customer (VFI).Supporting the continuous review of content in the SSA Field Force Academy.

Field Medical, KAM & CEES Field Excellence (30%)

• Support Cluster Field Force Excellence & Capabilities Leads in driving operational excellence and consistency in execution across the Field Medical teams, KAM & CEES (CRM perspective).
• Create efficiency and consistency by process streamlining, optimizing communications, enhancing customer engagement plans, and demonstrating field Medical, KAMs and CEES value through enhancing the regular tracking of field productivity metrics and sharing with relevant stakeholders.
• Provide ONCORE training for new and continuing Field Medical, KAM & CEES teams across SSA.
• Optimize the use of resources through coaching, development plans and training to build skills for maximum performance.
• Identify future capabilities required for customer engagement in the changing landscape and develop and implement appropriate training.
• Collaborates with Global teams to ensure adoption and execution of tailored initiatives.
• Collaboratively support the creation and implementation of local processes and practices for MSLs, KAMS & CEES regarding field excellence.
• Manage Medical Content upload on Veeva Vault to ensure that the Field Medical Teams have the right digital content to enrich HCP engagements.

Leadership

• Full adherence to P3 principles and ethical behaviors:
• Role model ethical behaviors, exercise good judgement and principles-based decision-making.
• Create a trust-based environment that motivates associates to do their best.
• Leadership across clusters
• Influence beyond own role, by sharing best practices, expertise, and experience to shape the regional strategy.

KEY PERFORMANCE INDICATORS

• SSA objectives (Achievement of inland sales targets, financial targets, specific SSA-related output KPIs, productivity targets).
• Skill gap reduction.
• Training impact.
• Field Force Excellence KPIs for the Cluster, including FF impact across the region (6IBs).
• Culture (Our Voice, Speak Up & Team Perspective).
• Above 80% achievement of annual training plan across all clusters.
• Culture journey – building strong value adding relationships, portray the Novartis values & behaviors daily, patient centricity.